B2B eCommerce ROI Model

B2B eCommerce Today


I was researching the business case for eCommerce in the B2B environment when I ran across this great blog post by Sam Bayer.

The article has a focus on SAP/Hybris, however, the general discussion applies to all platforms. Also contains link to Hybris study describing a systematic approach to building the ROI model.

From the Hybris whitepaper:

“Calculate the Total Cost of Ownership (TCO) of the new
B2B e-commerce platform by including:

  • Total one-time, purchase price of the platform
  • Cost of implementing the platform
  • Ongoing operating and maintenance costs
  • Potential upgrade costs

Determine the business benefits (savings and improved
revenues or margins).

Map the TCO against the sum of the business benefits to
determine the ROI. Then, examine the five-year ROI, and
evaluate the results at various levels of growth and

It’s about ten pages, so enjoy.

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